Have you read this book, The Power of Positive Thinking by Norman Vincent Peale? If not, take a moment and buy this book right now. You will learn the secret that will change you, from the inside out, and will transform your life.

I will be sharing insights from the book in future posts - come along on this journey!

Think about this possibiity - what if every person you meet gave you a viable referral, and that referral turned into a client? You believe in your product/service, so much so, you attach your name to it - think about the positive impact you can make by reaching one more person (and their family).

We choose our business (traditional or home-based) because we resonate with how we can help people live better lives. Have the courage to ASK for a referral, and help your person introduce you by having something pre-written to avoid delays because "I'm too busy or I don't know what to say" creeps into their mind.

Most people are fine with working through Steps 1 through 5 that I've posted, however, when they get to step #6 "Asking for the Order" and #7 "Handling Objections" they freeze and don't want to ask. Why? Because they don't want to hear the word "No" AND they are afraid they might get asked a question they may not know the answer to.

This is an opportunity for growth! Choose to be bold and work through the feelings of nervousness, uncertainty and all the "What if...?" questions that may flood your mind. Let's address hearing an objection - this just means your prospect has a question that you didn't cover in your presentation. Perfect! When you welcome questions, you'll get to know what's on your prospect's mind and you can turn into problem solving mode (which will chase off nerves!) Your prospect is looking to you to help guide them to the product/service that best suits their needs.

If you have been following all of the Steps 1 through 5, Step 6 is 'Asking For The Order' this is where the prospect's interest is at its highest. You would be surprised how many people DON'T ASK FOR THE ORDER because of the fear of hearing "No"

Be confident that your product/service will help your prospect improve their life. When you feel yourself getting nervous, it means you are focusing on yourself - consciously focus on your prospect and their needs.

Many of my clients share with me they don't understand why they're getting "No's" when they meet with a prospect. As I have them walk me through what was said during their meeting, it quickly becomes clear that they skipped Steps 3 (Trust & Rapport) & 4 (Assessing Needs) before they jumped into their presentation.

Think through your last 5 meetings - do you start giving your presentation as soon as you sit down with your prospect? If so, this a typical mistake and the impression your prospect has is that you only care about making a sale and not about the relationship.

Many people will make the mistake of launching right into their presentation with their prospect before they take the time to find out what product/service they're currently using. Even more important, are they happy with the results with their current product/service?

If you skip this step, at the end of your presentation, your prospect could say, "thank you, but I'm using product ____, and I'm happy with it." Also, when you take the time to assess their needs first, you can address how your product/service can help them solve____ problem.

In the sales process, most people will get too focused on the outcome (making the sale) instead of building a lasting relationship. What's an easy way to start a conversation? Use this acronym to get to know anyone: F.O.R.M (Family, Occupation, Recreation, Motivation/Money)

You'll be surprised how the conversation will lead into getting to know someone when your focus is honoring the person instead of the sale.

Are you making the mistake of saying too much? When you're asking for an appointment, this isn't the time to dive into your presentation. Make the appointment, confirm the date & time, and end the conversation. #WhyPeopleScreenYourCalls

You don’t have to be born with sales skills - but you do need to have a proven system! This is step 1: Lead Generation (it sounds simple but you’d be shocked how many people don’t do this!)

Generating leads by meeting new people daily, and adding them to your database and follow up system, is critical to grow any business. Keep yourself accountable by setting a goal each day and week of how many new people you will go out and meet. Reward yourself when you hit that number. Do this over and over without fail.